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Global Account Executive Expert - Metals and Mining Job

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Date: Jun 24, 2019

City: Brussels, BRU, BE

Company: SAP

 

 

Requisition ID: 214437
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

The Global Account Executive Expert, commonly known as “Global Account Director (GAD)” is the global account leader assigned to a Metals and Mining enterprise company. The GAD, drives the total strategic customer engagement with the customer and is accountable for driving innovation adoption, leading global SW, Cloud and Services growth, the end-to-end satisfaction, and referenceable customer(s) throughout the customer lifecycle. The individual will lead and coordinate SAP’s efforts across all lines of business and board areas --- orchestrating all SAP parties around a single, clear articulated 3 to 5-year joint innovation roadmap (using 4-panels) and account strategy, The GAD will lead consultatively by shaping the clients’ digital transformation roadmap and leading SAP’s execution of that roadmap with the customer.

To drive toward success, the GAD ensures three critical elements are in place the four-panels, customer jointly committed multi-year roadmap, an associated account strategy and annual plan, as well as effectively deploying and executing against the customer-SAP agreed governance model (including the assigned Executive Sponsor) as part of the Strategic Customer Engagement approach.

The GAD is ultimately measured by growth in overall revenues, protecting the revenue base, and increasing the NPS over time. 

 

The Global Account Director:

  • Orchestrates and leads the execution of the account strategy, incorporating Software, Cloud, Services, Support/Maintenance, Partners and Channels (including OEM).
  • Ensures the alignment of SAPs Virtual Account Team to deliver on Business Outcomes
  • Digital Transformation; Creation and Execution of Digital Transformation 3-5 Year Road Mapping
  • Business Development through SAP relevance, executive messaging, shaping clients digital strategy
  • Completes long-term business strategy planning and creates the SAP-enabling innovation agenda with the customer
  • Uses his/her deep understanding of a customer’s business not simply to serve them, but to teach them; to push their thinking and provide them with new and different ways to think about their business and how to compete
  • Develops long term c-level relationships, creates and manages a strong joint SAP-customer governance model, and ensures that the SAP assigned executive sponsor is appropriately engaged
  • Leads Integrated Account Planning and ensures that SAP footprint is expanded with involvement of all relevant LOB’s and strategic engagement with SI partners
  • Proactively identifies customer problems and proposes SAP solutions in addition to those already identified
  • Influences and leads a virtual team of resources from various LoBs, functions and geographies.
  • Drives revenue growth across all SAP LOBs throughout the customer lifecycle
  • Creates barriers to entry for competitors, protecting SAP’s customer base
  • Drives adoption of and protecting premium support services (MaxAttention )
  • Provides leadership around Value management and Value realization, enabling connection of Value Engineering methodologies and business transformation practices to (Business) Consulting delivery
  • Bi-directional Collaboration with the customer; Institution of Strategic Customer Engagement Model.  driving Bi-directional Strategic Road Maps

 

Experience & Language Requirements

  • Business experience in Sales or Consulting with complex business software / IT solutions
  • Deep industry/domain expertise
  • Large Account Management experience / leading account teams
  • Strong knowledge of the complete SAP offering (including Service and Support)
  • Several years as (Associate) Partner at System Integrator (e.g. AC) or
  • Several years of Business Consulting Management or Value Engineering
  • Knowledge of financial, competitive, regulatory environment (as applicable)
  • Experience with long term planning of resources, technology and account structure
  • Exceptional communication skills.
  • Business level English: Fluent, Dutch and French
  • Strategic thinker, high degree of creativity and innovation

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

Successful candidates might be required to undergo a background verification with an external vendor.

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